We start with your number. What’s the revenue number you need from new customers to make your business’s budget number for the year? How many new customers make up that number? Can you get that number from your current sales models and territories?

Overwhelmed by these questions? Don’t worry. We know the questions to ask and can model your sales needs. We then stack up your current organization and expectations to figure out where we need to make adjustments.

The process seems daunting but it’s necessary to be successful.

  1. Planning For The Surge – It all starts with data. We gather information from your sales, marketing and finance organizations. This becomes the blueprint for any refreshed looks you need to take after we’ve done our work. This data then creates the plan to get you to the number you need for your business… the number of new sales needed to maintain your business or expand your business exponentially. With the right data you’ll have the right plan. With the right plan your chances of success multiply.
    • Understanding Your Markets
    • Prospect Identification
    • Understanding the Buying Process
  2. Engagement – You’ve identified the sales targets or prospects… now what? Old school, cold calling sales approaches saw everything as a nail and your sales team as the hammer. With the information available on most companies today, you can refine your prospect list to those who are willing to buy your product or services. The next layer of refinement is those companies in industries or verticals and are the right size (in revenue) to buy from you. But once we whittle the list down to those prospects your sales team will be most successful in front of, how do you get their attention? An engagement plan, tailored by prospect value, will help define a process, solidify your sales forecast and allow your marketing team to know when to step in to “warm up” a prospect who has fallen out of the sales engagement cycle. Ideally, your marketing team should source at least 50% to 70% of your sales prospect opportunities. This process definition continues through the sales process. The sales process must match the way buyers turn their initial interest into a decision to buy.
    • Marketing Qualified Leads versus Sales Qualified Leads
    • Feed Your Funnel
    • Sales Process
    • Organization Design
    • The People
    • Sales and Partnership Channels
    • Inside Sales
    • Territory Design
    • Quota Setting and Compensation Planning
  3. Sales Support – You’ve heard the adage “The real selling starts when the customer says yes!” This is where we change that. You’re sales team needs to remain laser focused on the sales opportunities your marketing team has sourced for them. They can’t spend weeks or months at their desk attempting to ensure your business operations manages to onboard the new customer they are bringing to your door. In this phase of our engagement, we will walk a new customer through your business. We will leverage process improvement, technology and best practices to improve your onboarding performance once we have your metrics. Sales support is key when you have field based reps. When you work through an inside sales channel, they serve as a “continuous improvement” team.
    • Sales Operation Efficiency
    • Sales Enablement
    • Customer Success
    • Systematic Automation
    • New Customer Experience
  • Non-invasive data collection process:
    Reading through the process we lay out may have you believing this will be a lot of heavy lifting on your part. This is not the case. During our typical engagement, we interview 15-20% of your leadership team and 10% of your front line associates. Interviews typically run 20-30 minutes.
  • Staggered Solution Implementation:
    Depending on the size and complexity of your organization, our typical engagements can take 45 to 120 days. We work with you on a timeline to implement the changes to your organization, ensuring we don’t disrupt the efforts of your sales team.


We help the world’s leading companies drive predictable revenue and profitability growth by optimizing sales organization performance. Common issues companies know of but never have the time to address:
80 %

15% of your sales
team drives 80%
of your sales

20 %

Most sales people
spend 20% of their
time with prospects

30 %

Most marketing teams
generate <30% of
sales prospects

80 %

Sales managers spend
80% of their time
with lowest performers


Typical timeline for our engagement:
  • Interviews and Data Collection  – 7-10 days post engagement
  • Analysis and Strategy Formulation – 8-21 days post engagement
  • Review and Agreement – 22-30 days post engagement
  • Implementation – 30-60 days post engagement
  • Monitoring and Reporting – 31-90 days post engagement
  • Monday Morning Quarterback – 120 days post engagement


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